About the company
GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.
Responsibilities
- Drive strategic growth by leading GitLab's enterprise accounts across San Francisco, with a dedicated focus on AI-native companies, serving as a trusted technology advisor to industry leaders in your territory.
- Orchestrate winning sales strategies by bringing together Solutions Architects, Customer Success experts, Sales Development, Channel & Alliances, and other technical specialists to deliver transformative, AI-powered DevSecOps solutions tailored to the unique velocity and scale demands of AI-native engineering organizations.
- Shape the future of software development by crafting innovative solutions that align GitLab's platform with customers' long-term vision, compliance needs, and business objectives, including the specific infrastructure, security, and governance challenges AI companies face as they scale model development and deployment.
- Build deep, strategic partnerships by mastering your customers' industry landscape, success metrics, and growth trajectories, including a strong point of view on the AI/ML ecosystem, so you can position GitLab as their indispensable technology ally.
- Design and execute strategic account plans, including opportunity mapping, stakeholder alignment, and multi-threaded engagement, to expand GitLab usage within new and existing strategic accounts, with particular attention to fast-growing AI companies and their evolving technical buying committees.
- Lead end-to-end customer journeys from initial discovery through evaluation, negotiation, and successful implementation, ensuring a consistent, high-quality experience at every stage of the sales cycle.
- Champion continuous improvement by contributing to forecasting and pipeline reviews, conducting sophisticated win/loss analyses, and sharing strategic insights, including emerging trends in AI company buying behavior, that refine our go-to-market approach.
- Prepare and deliver compelling customer-facing and internal presentations, proposals, and recommendations that clearly communicate value, business outcomes, and the path to long-term partnership with GitLab.
Requirements
- Experience driving complex B2B software sales cycles with enterprise customers, ideally in DevSecOps, software development tools, or adjacent SaaS solutions.
- Background selling into large, enterprise accounts in San Francisco, United States, with the ability to build trusted C-level and senior stakeholder relationships across business and technical teams.
- Familiarity with the AI/ML company landscape, including model providers, AI infrastructure vendors, and applied AI startups, and the ability to speak credibly to engineering and technical leadership about how DevSecOps practices apply to AI-driven development.
- Knowledge of San Francisco's enterprise and AI market, including key industries, buying centers, and decision-making dynamics, with the ability to build and nurture a relevant professional network.
- Ability to drive new business acquisition and expansion within enterprise accounts through consultative, multi-stakeholder sales motions that lead to sustainable, long-term customer partnerships.
- Experience collaborating with channel and strategic partners to generate pipeline, co-sell, and support successful customer adoption.
- Effective communication and interpersonal skills, with the ability to lead ac